ChurnZero

The optimal ratio is typically 70% Full Users to 30% Light Users. Light Users can't access advanced features like journey creation, custom reporting, or API integrations. Propose a pilot structure with the ability to convert Light Users to Full Users at the same discounted rate throughout your contract term.

Discounts range from 45% to 71% for Professional plans, and similar ranges for Enterprise deals. Companies achieving top-tier discounts typically have annual contract values above $50,000 and multi-year commitments. ChurnZero's fiscal year ends in December, making Q4 negotiations particularly favorable.

The Executive User add-on is typically priced at $1,200-$2,400 annually per executive seat, but companies achieve 40-70% discounts when bundled strategically. Use them as a negotiation lever for your overall deal and request Executive User seats as part of your renewal protection.

Negotiate expansion pricing during your renewal to save an average of 28% on future growth. Push for 'renewal protection' clauses that cap annual price increases at 3-5%. Propose a 3-year renewal with annual breakpoints that allow you to reduce user counts if needed while maintaining your negotiated per-user rates.

ChurnZero Professional with 10 Full Users and 500 managed accounts typically costs around $38,939 annually at list price, but companies achieve median discounts of 60%, bringing the effective price to approximately $15,731. ChurnZero Enterprise with 15 Full Users starts at $64,289 annually, with similar discount potential yielding around $25,973 after negotiation. The key differentiator includes Enterprise-exclusive features like REST API access, custom dashboards, and conditional logic in plays.

ChurnZero's Additional Managed Accounts pricing can add $3,000-$8,000 annually per 100-account block. Negotiate a blended rate that includes projected growth and secure overage rate commitments upfront. Companies that negotiate growth-inclusive packages save an average of 35% compared to those who add accounts reactively.